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Sales Development 3.1 10.29.2012
Transcript of Sales Development 3.1 10.29.2012
Thank you for making time today.
We agreed to the following 2 actions;
John, I will call you on Friday next week to follow-up
With kind regards,
Standard Sales Person
Tools are Game Changers
Tools - Methodology - Skill
Methodology - Training - Skill
Tools - Methodology - Training
How to train Superstars?
Daily Feedback! One Skill per week, 8 Weeks per Quarter. 4 Quarters in a Year
Front Office Transformations
Tools Don't Matter in the Wrong Hands
The Best and the Rest
Ryals and Davies identified seven behaviours of which only 3 were actaully related to sales success. By mapping how sales people relied on each behaviour, they discovered eight types of salespeople. But only three were consistently effective. These 3 made up 37% of the sample. The remaining 63% fell short.
SKILLS: What are the most effective behaviours?
The Effective Minority
Visualization of the effective minority shows the corresponding behaviors of the most effective salespeople. Experts (9%) are good at all 7 skills. Consultants (15%) listen well and are good problem solvers. and Closers (13%) can pull off a big product sale, but their smooth-talking style does not work as well for selling services
Presentation & Rapport
The Sales Pitch
Rising to the Challenge
WHAT EXPERTS DO BEST
SKIILS: What Skills set the Experts apart?
What is Commoditized?
Meeting Prep is automatic from dashboards an analytics
Company Presentation is automatic from content
Sales pitch is scripted from answers
The greats can then rise to the challenge by overcoming objections
What sets the top apart?
Where do your People Fish?
Automation focuses your team
Question: Can this be taught?
Does it need practice?
Latest in sales tools
Only Salesforce manages from seed to harvest- across multiple harvests
Old Verses New Tools:
They don't commit commodity errors:
Customer opens Link
Automatically collects data when email is opened, or a link is clicked
You get viewer statistics, client can provide instant feedback
and allow you to instantly modify the same asset
A Standard Sales Person is trained to send a short Thank You note as follows:
EXAMPLE: Getting More Data Out of Your Communications
Skip the hot-zones at the beginning and end of each quarter
Divide your weekly sales excellence training in 3 programs, skills, tools and methodologies
During Sales Excellence training, focus on only one key skills at a time for 60 minutes per week. And do it for 8 weeks per quarter.
During the sales meeting provide a sales training class such as Dan Adams Selling to CxOs
These are skills that can be taught!
Standard Sales Training
by Brendan O'Donohoe
QUESTION: Can this be taught? Does it need practice?
Require constant refinement to meet the rapid changes in the competitive market
Old Tools Used In New Ways
Tools - Training - Skill
QUESTION: Does your team use web-based selling tools?
Can this be taught? Does it need Practice?
Example of an engaging SalesPitch by SolidLine\Media
Harvard Business Review
Superstars Used Best People Early on
Consultative Sales Methodology
(you need this too)
On Dispersive Ground
On Facile Ground
On Contentious Ground
Ground of intersecting Highways
Endure, do not stop selling
Will end up in price competition.
Accellerate the bid.
Delay the bid
Focus on the 'one' key
differentiator. Push hard!
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
gather and plunder
do not block your opponent
keep steadily on the march
resort to stratagem
joind hands with your allies
Sell more, increase term & design-in new projects.
With todays buyer having full access to info 24/7
Sellers who has to meet rev-rec changes
Whilst competitors are switching strategies
Once a year training is needed but not enough!
for 3 days locked inside = 5-10% retention?
On methodologies 'from the bubble age'
The Sales-Pro vs. The Buyer
We need to Transform Sales
The Sales Pro, lacks state-of the art sales tools, needs to tune to a social selling skillset and develop new methodologies as the buyer is looking in different places, and is gaining superior insights.
where is my cloud?
at internet speed
Sales are more complex
at internet speed
Is your team
Level the Field!
Hosted in cloud
Accessed on iPad
make things easy!
Provide the right
Train Social Selling
Conduct analysis to determine which marketing is effective
A Superstar sends a thank you note but includes a link to a value-add asset.
Send TY E-mail
TOOLS: Salesforce as a Superstar Tool
Take action: Call, E-mail, or do nothing
Question: Can this be taught? Does it need practice?
Do you manage accross the entire stream?
Tell Salesforce I'm Busy!
Sharpen the Saw:
Sales Team Transformations!
Cost: $900 Billion to $1.3 Trillion
Path of Revolution
Why Does Sales Training Fail?